In organizations today, getting work done requires political and collaborative skills. That's why the first edition of this book has been widely adopted as a guide for consultants, project leaders, staff experts, and anyone else who does not have direct authority but who is nevertheless accountable for results. In this revised edition, leadership gurus Allan Cohen and David Bradford explain how to get cooperation from those over whom you have no official authority by offering them help in the form of the "currencies" they value. This classic work, now revised and updated, gives you powerful techniques for cutting through interpersonal and interdepartmental barriers, and motivating people to lend you their support, time, and resources.
The Classic Guide to Influence
Now Fully Revised & Updated!
"If you want to be a successful leader at any level, you must learn the mastery of managers and groups without using formal authority. You need the ideas and skills this book delivers."
-Ram Charan, author of the bestselling books Execution and Confronting Reality
"This book manages to do the near impossible...It draws on the wisdom of good leadership studies to provide tools to influence people and events at work regardless of the positions we hold."
-Professor Jeffrey Sonnenfeld, Associate Dean Yale School of Management
"In its first edition, Influence Without Authority established itself as a useful guidebook to modern organization practice. With the added content of this new edition it becomes a 'bible'!"
-Len Schlesinger, Vice Chairman and COO Limited Brands
Even more relevant now than it was when it was first published more than a decade ago, Influence Without Authority, Second Edition is the classic guide to getting things done with colleagues, customers, and management-any situation in which you are not in charge, but must get results. This new edition also includes guidelines for applying the powerful Exchange Model to:
- Influencing a team, task force, or committee
- Influencing departments and divisions
- Initiating or leading major change
- Using Indirect influence
- Overcoming organizational politics
- Playing hardball-when you can no longer catch flies with honey
Influence Without Authority, Second Edition offers a reliable, time-tested plan for getting cooperation from those who command the resources, information, or support you need. The authors show you how to negotiate using the currencies people value most in their own day-to-day work life, so you can turn anyone into an ally. With powerful techniques for cutting through interpersonal and interdepartmental barriers, this business classic shows you how to achieve your goals by motivating people over whom you have no authority.
